EQ payback on the bottom line

Measuring and assessing emotional intelligence can bring direct benefits to the bottom line, delegates at a major training conference heard.

As part of a session which proved that EQ profiling – which tests staff self-awareness – no longer needs to be confined to executive development, logistics manager of laboratory supplies company Merck Eurolab Tobin Sykes said using EQ profiling in a change programme has brought about “a huge shift from where we were last year”.

Speaking at the Training Solutions Conference in Birmingham last week, Sykes described how EQ profiling helped measure relationship skills in the logistics team and with outside suppliers and to chart intrapersonal and interpersonal competencies.

“We were then able to use EQ for the business perspective and as a toolbox for coaches and facilitators,” said Tobin. “It provided a focus for individual development and helped people to ‘see’ their behaviour. It helped us to put the new structure in place and was used on shortlisted candidates for the new positions.”

The benefits of the EQ-based change programme include a more assertive department and raised morale, which in turn has resulted in better communication with suppliers. Bottom-line benefits include an inventory reduced by £2m in seven months, with a further £1m cut planned by December.

“Because staff communicate better, on-time delivery from suppliers is up to 71 per cent from 65 per cent and will be at 90 per cent by the end of 2000,” said Sykes.